Description

AWS Premium Support is looking to welcome the next deals leader to the Global Services (GS) strategic deals team. This is a unique opportunity to drive go to market (GTM) with customers across all phases of their cloud journeys, unlocking opportunities for high-growth and scale both for AWS and customers.

The Principal Support Deal Lead (DL) is a member of the Global Services Deals Engine (GSDE) organization responsible for driving Support deal strategies and execution through deals globally. DL overcomes GTM challenges through innovative deal structures to enable growth of the business.

As the Pr. DL, you will work with leaders across Sales and GS, managing end to end Support deal cycles for strategic, large, complex, or highly competitive deals. You will earn trust with both customers and internal stakeholders, negotiating investments and making tradeoffs along the way to optimize customer and business outcomes through deals executed. You will own alignment with customer and internal executives across Sales, Business Development, Product, Offerings, Finance, Operations, and Legal teams and work collaboratively to transform opportunities into active customer engagements.

The ideal candidate has a background in sales and sales operations, business operations, finance, and a background that enables them to establish practices that reflect the best interests of the business and our customers. The candidate will have the financial depth and business experience to easily communicate the economic benefits of AWS Support to executives and assist Sales teams in making the right recommendations. They will operate autonomously and wear many hats with a need to work cross-functionally with all Go-to-Market teams, including, Support Leadership, Sales, Business Development, Product, Finance, Legal, Business Operations, and other teams to solution on behalf of our customers and our business. They will have a mind for automation and process optimization, consistently influencing technical partners to deliver solutions to help drive deal velocity and scale. They will identify entry barriers to adoption of AWS Support and develop repeatable strategies and models to overcome these barriers. The ability to be influential, adaptable, and work cross-organizationally is a must, and the successful candidate will have a keen sense of ownership and drive results. This individual has a high aptitude for navigating ambiguity and a strong backbone to influence and negotiate to achieve joint outcomes and deliver short, mid, and long-term results. They will have excellent written and verbal communication skills and the ability to present the complex in a clear and concise manner to senior management

Key job responsibilities

A successful Principal Deal Lead will:

• Operate comfortably in an environment with consistent ambiguity.

• Develop deal strategy and mental models and assist with complex contract negotiations and escalations.

• Identify and capitalize on opportunities to leverage new investment strategies to expedite growth of the EMEA support business

• Quickly address current state cross-functional process bottlenecks for the team and collaborate with product to design/implement our future state to address scalability and repeatability and drive automation and continuous improvement.

• Build relationships with business development and sales leaders to proactively collaborate on deal solutions across pipeline

• Build new/improving existing data reporting and processes. Report on monthly, quarterly, and annual performance metrics and business forecasts.

• Source, analyze, and report on quantitative data; perform ad-hoc analyses.

• Analyze trends, formulate projections, create financial models, and evaluate alternatives to solution on behalf of our customers and our business.

• Provide fact-based insights into variances and trends.

• Influence and contribute to Director, VP, and SVP level goal achievement across all GS GTM teams

The ideal candidate will demonstrate the proven ability to:

• Develop new ideas and creative solutions.

• Quickly build credibility and trust with internal and external customers.

• Work successfully in an ambiguous environment.

• Meet tight deadlines and prioritize workload.

• Work on cross-functional teams.

• Focus on customers and work backwards.

• Create detailed financial models and perform self-directed analysis.

About the team

The World-wide Global Services Deal Engine is a unified, cross-functional organization that drives a simplified, integrated, and structured strategy and approach from deal qualification, through negotiation and deal execution for GS customers requiring specialized deal facilitation. Deal Engine expertise across Commercial and Public Sector Professional Services (ProServe), Training and Certification (T&C), Support, Partners, Security, and AWS Managed Services (AMS) drives sustained and incremental value through deals for customers throughout their cloud journey, whether they’re leveraging single or cross-GS services.

About AWS

Diverse Experiences

AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn’t followed a traditional path, or includes alternative experiences, don’t let it stop you from applying.

Why AWS?

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating — that’s why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.

Inclusive Team Culture

Here at AWS, it’s in our nature to learn and be curious. Our employee-led affinity groups foster a culture of inclusion that empower us to be proud of our differences. Ongoing events and learning experiences, including our Conversations on Race and Ethnicity (CORE) and AmazeCon (gender diversity) conferences, inspire us to never stop embracing our uniqueness.

Mentorship & Career Growth

We’re continuously raising our performance bar as we strive to become Earth’s Best Employer. That’s why you’ll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.

Work/Life Balance

We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there’s nothing we can’t achieve in the cloud.

About Sales, Marketing and Global Services (SMGS)

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

Basic Qualifications

• 7+ years of developing, negotiating and executing business agreements experience

• 7+ years of professional or military experience

• Bachelor's degree

• Experience developing strategies that influence leadership decisions at the organizational level

Preferred Qualifications

• Experience as a founder or executive focused on related segments, or as a practice leader or business unit owner

• Experience selling to Fortune 1000 or Global 2000 organizations

Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation, please visit https://www.amazon.jobs/en/disability/us.

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $158,400/year in our lowest geographic market up to $262,000/year in our highest geographic market. Pay is based on a number of factors including market location and may vary depending on job-related knowledge, skills, and experience. Amazon is a total compensation company. Dependent on the position offered, equity, sign-on payments, and other forms of compensation may be provided as part of a total compensation package, in addition to a full range of medical, financial, and/or other benefits. For more information, please visit https://www.aboutamazon.com/workplace/employee-benefits. This position will remain posted until filled. Applicants should apply via our internal or external career site.